If you want to be more visible with your ideal clients do this one thing

Are you practically invisible to your ideal clients? Do the very people you want to serve even know you exist?

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How to get more visible with your ideal clients

Perhaps you’re building your business well, but things aren’t going as fast as you’d like. Especially now there are more people than ever marketing and selling their services online.

But wherever you are in the lifecycle of business growth, you need to be constantly marketing your services. Whether you’re in the early stages of growth or you’re an experienced hand, you need to stand out from the constant noise so that you can do what you do best – which is to make a real difference for your clients.

So today I’ve got a provocative suggestion for you: write a book and save yourself an enormous amount of time. Your book is the single best sales tool there is.

WTF? Write a book?

‘What,’ you might say. ‘Write a book? Save time?’

Yes! Let me explain.

Do you remember AIDA –?from sales training 101: Awareness, Interest, Desire, Action? An acronym that every sales executive has drilled into them during basic training. Well, a book does this all of this for you. So when the client picks up the phone, or gets in touch after reading your book, they have already decided – YOU are the person THEY need.

This is because a book is your silent sales team, always on, always working. And for years, too.

Why your book is an AIDA sales tool

In fact, there are eight reasons you should have a book as a principal sales tool. And the reasons map closely to the typical buyer purchasing behaviour we know as AIDA.

AWARENESS

First there’s AWARENESS – a book introduces you to clients and buyers who don’t know you. How does this happen?

Well, your ideal clients are researching how to solve their problems – on Google, iTunes, Kindle and Amazon, for example. These sites are all search engines. So your ideal clients will find your book because they are looking for solutions to their problems. Good search engines will surface your book if it’s clearly about the topic they are interested in.

INTEREST?

Secondly, if your book is written the right way, your book will pique their INTEREST. This is because, almost subliminally, your book introduces your knowledge-base, your background and your services. And to existing clients as well as new clients by the way. Reinforcing their choice of you in the first place.

DESIRE?

Thirdly, if you’ve produced a good book it will create DESIRE. Your book will convince your buyers that you CAN serve their needs.

ACTION

And it’s that, finally, which will persuade them to take ACTION. At the very least they will pick up the phone to call you.?

A book does AIDA automatically

Make no mistake, a good book will trigger automatic requests from clients who want you to work for them. Because the persuasion process embedded in the book is (almost) subconscious.

1) Your book will very likely sketch out the problem they’re facing, showing that you understand the challenges facing them better than they do themselves.

2) You’ll highlight the options your clients have – many of which they might not appreciate.

3) And you’ll make some inspired recommendations.

The thing is, the first time YOU will know you have a client interested in working with you, is when they pick up the phone to call you. You’ve introduced them to working with you effortlessly. ?

In short your book is a magnet, working behind the scenes, to attract customers to you. Constantly.

8 reasons your book is a phenomenal sales tool

Let me walk through the eight reasons books are a phenomenal sales tool for you.

1) Your book attracts new clients

First a book can ATTRACT NEW CLIENTS. This is obviously AWARENESS and it’s true – writing a book helps you attract new clients who have never heard of you. When you list your book on Amazon, and you should do this as soon as you start writing, your book will show up whenever someone searches for information on your business expertise.

You will also show up in all the major search engines (including Google, Bing and so on), as well as on other sites such as Kindle, iTunes and YouTube when your marketing plan kicks off. And that will be in just the next few weeks. Especially if your clients are meeting planners who are looking for speakers, or if they’re companies looking to hire consultants, or if they’re individuals looking to get coaching from you.

2) Your book showcases your expertise?

Secondly a good book SHOWCASES YOUR EXPERTISE, which is how you generate INTEREST. Your book does this by demonstrating your expertise to new and existing clients. You explain your process and how it helps people. You’ve got to do it well, of course. Not just with a straight sales pitch.

By the way, people can be exposed to this expertise even before they buy your book. Have you ever used ‘look inside’ on Amazon for free? People in a hurry do that. And perhaps they will purchase your book. It’s a great way they can trial your knowledge.

They can also explore the blog posts you’ve written about the book on your website and they will also see your LinkedIn posts or your YouTube videos about the book and its contents.

Why does this help? Well, it’s reassuring when you can’t physically meet someone to see their material all over the web and it helps predispose a buyer to call you to discuss working together.

3) Your book raises your profile?

Thirdly, your book will RAISE YOUR PROFILE. (This is about both AWARENESS AND INTEREST.) Your book can raise your personal profile dramatically in your profession, industry or region, but without simply saying ‘here I am, pick me!’ Because you’re sharing educational material in your book.

4) Your book inspires your network or community

Fourthly, your book can INSPIRE your network and community – and this is about creating the DESIRE to work with you. Because you’re using your book to spread your message and your vision with your community. This is another way to convince buyers to work with you. And your engaging work speaks for itself.

5) Your book builds authority through thought leadership?

Fifth, your book can BUILD THOUGHT LEADERSHIP & AUTHORITY, which is about INTEREST and DESIRE. Your good book will inevitably boost your credibility and authority. Partly because the book highlights your knowledge discipline in its pages.

But this also happens by association.

a) The men and women you interview will share their experience with their contacts and clients.

b) The men and women writing your cover blurbs will share their words about you to their networks and clients.

c) The man or woman who writes your foreword will help dramatically by promoting you to their clients and contacts.

d) You will probably get reviews in online and traditional media.

e) And all of this besides the fact that you will also kick off your own marketing plan shortly to promote your business – and you’ll do this by promoting all these other people who are promoting your book.

6) Your book shares your legacy?

Sixth, your book can SHARE YOUR LEGACY. This is also about creating INTEREST and DESIRE, in a slightly different way. Your book can capture (or start to capture) your legacy. Your legacy to your family, to the business that you’re in at the moment, to the profession you serve, or to your region as a whole.

This will encourage potential clients in the area you serve to approach you to offer work. You already know that men and women who have a legacy are incredibly inspiring.

?7) Your book builds a platform

Seventh, your book can also BUILD A PLATFORM. In short, your book will help you to get noticed in a noisy world.

In addition, the material in the back of the book and your website itself can offer contact details to encourage clients to call and consult with you.

And now we’re talking about ACTION. Let’s face it, a book is far more compelling than brochures or business cards.

8) Your book can generate profit, both directly and indirectly?

And finally, eighth, your book can GENERATE PROFIT and again this is about ACTION. Let’s be clear, the biggest return for you will be by selling on-going consulting and coaching services (either in person or online). Or by selling your main business service or product, if you’re not a coach or consultant, or a partner in a law firm.

You can also be hired as a speaker, as a coach and as a training provider directly because of your book.

Your book is the best AIDA sales tool you will ever have on the team

So, be clear – there are eight reasons you should write a book, which will become your single best sales tool in the business. Always on, always working. Because a book helps build awareness, the interest and desire to work with you and the encouragement to take action and work with you now.

In conclusion, books aren’t just an inspiring manifesto for your community. Books are also a phenomenal and very practical sales tool.

Need more help? Download our flagship ebook for free ?

If you need help to structure and write your book, download our flagship title, You Should Write a Book, at our website: https://authorschannel.co.uk.

Or get in touch – we have a complimentary 45-minute book idea audit that will help you shape what your book could look like and how it will help you win your best clients over. Check that out at https://bookideaaudit.com.